- 7 and 10
- 3 and 2
- 40 and 57
- 77 and 110
Category: HubSpot Platform Consulting Exam Answer
True or False? A need gap analysis is just another term for a sales demo. Your goal is to replace all non-HubSpot technologies with HubSpot technologies.
- True
- False
Scenario: You’re halfway through an important discovery conversation with your client’s entire team of stakeholders. Suddenly, the Sales Director interrupts with a question about whether they can transition their entire sales organization to Sales Hub from a legacy CRM. This is a pivotal moment in your relationship with this client, but you weren’t prepared to answer this question. How should you react to avoid derailing the conversation while still keeping the client interested in Sales Hub?
- Explain that you’ll reach out to them privately to continue this discussion, but you’re not prepared to have this conversation yet, and don’t want to give them false information.
- Ignore the question and transition to discussing the CMS Hub, which is a product you’re more familiar with and more prepared to discuss.
- Ask the Sales Director if she would be willing to tell you more about how their current CRM fits into their business process, and express your willingness to discuss how Sales Hub could potentially play a role.
- Attack the credibility of their legacy CRM immediately, and recite memorized soundbites about the power of Sales Hub.
True or False? Reactive conversations require you, the Solutions Partner, to defend HubSpot’s platform, technology, and services against negative perspectives, no matter what the perspective is.
- True
- False
Why are clients sometimes uncomfortable discussing the “why” behind a particular business process, and more comfortable discussing individual technologies?
- They may not understand the value of a platform audit yet. Take time to educate them on the benefits of platform auditing
- They might be unclear as to why they need to do an audit if they already feel strongly about removing/adding a particular app from/to their platform
- They might be unaware of opportunities to integrate a given technology with HubSpot
- All of the above
Scenario: You’re discussing platform goals with your prospect for the first time, and they suddenly start expressing doubt about some of the ideas you’ve suggested. While it seemed like they were initially excited about cancelling unnecessary SaaS app subscriptions, they’re worried about the downstream impact on their business. How do you reassure them and avoid derailing your discussion?
- Remind them that this is just an exploratory discussion, and that you won’t make any decisions without thoroughly understanding each app’s use case within their platform
- Remind them that they’re losing money because of unnecessary app subscriptions, and need to act decisively to save their company time and money
- Share a scary story with them about how a business lost hundreds of thousands of dollars because of unnecessary app subscriptions
- If they’re having doubts, they might not be a good fit for your service. Tell them to reach out to you when they’re confident they want to move ahead and remove unnecessary apps from their platform
Which of the following is NOT a best practice for stakeholder calls on the topic of platform auditing?
- Center the conversation around the business process
- Center the conversation around their specific CRM product
- Ask specific questions to get to technology-business impact
- Conclude with data-supported recommendations
True or False? It is ideal to have all technology stakeholders and billing owners at your client’s company join your platform conversations.
- True
- False
True or False? Proactive conversations are planned ahead of time, allowing you to gather adequate background information and prepare appropriate questions for your platform conversation with your client.
- True
- False
True or False? After you’ve performed a few platform or tech stack evaluations, you can skip over the discovery questions and jump to solutions quicker for each subsequent client your firm works with.
- True
- False
